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CMU South Planning for FY06

David WuMay 19, 2005

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Agenda Key Wins in FY05 Learning Area for Improvement FY06 Plan and Focus China Telecom FY06 Plan and Focus China Mobile FY06 Plan and Focus China Unicom ASFU Cooperation ZTE Huawei People/Headcount Key Success Factors

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• Guangdong Mobile Integration Platform for first BPEL

• Fujian mobile BOSS expansion

• ZTE first project Inner Mongolia Netcom Call Center using AS

• ZTE first project Fujian Telecom 114 using RAC

Key Wins in FY05

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Learning• Team works account + region

• Hainan CDH

• Unicom NMS

• China Mobile CRM/BOSS 1.5

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Area for Improvement• Communication with HQ team

• Channel Enablement tracking

• Knowledge sharing/team building Communicate with other teams

• Study of Apps solution and products

• Understanding of customer business

• Account coverage, e.g. media

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FY06 Plan and Focus China Telecom• Partner focus:

• Guangdong Poson, Shutong• Fujian Fujitsu Software• Set up mailing list of technical people for e

mail blast• To become preferred vendor for DB, AS

• Product focus: DW • Push DB, ETL and OWB• Wireless for PHS and 3G

• Apps focus• CDH• CRM

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FY06 Plan and Focus China Telecom

• Project focus• Guangdong TMAS, replacement of Sybase• Fujian DW, competing with IBM, NCR• Hainan CDH, target to close contract in Q1• Guangdong CDH, drafting proposal

• Action plan:• High level coverage• Help Oracle Support offer accepted by customer• Linux Center with Guangdong Telecom, for 10G

Grid• New solution to Guangdong Telecom, e.g. BEPL,

OID

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FY06 Plan and Focus China Mobile

• Partner focus:• Guangdong Congxing, Skywin, BOCO• Fujian NewLand, BOCO

• Product focus: • DW• Wireless

• Apps focus• CRM

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FY06 Plan and Focus China Mobile• Key projects

• Guangzhou Mobile Marketing Analysis DW, competing with IBM

• Fujian Wireless• Fujian CRM

• Action plan:• Win of Guangxi and Fujian BOSS 1.5• Ensure successful implementation of Guangdong M

obile Integrated Platform for more opportunities at Guangdong, Fujian

• Focus on Fujian Mobile CRM• Win back Guangdong Mobile Billing center step by st

ep

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FY06 Plan and Focus China Unicom• Partner focus:

• Guangdong Longshine, Linkage• Fujian Changjiang

• Key projects: • Guangdong DR DB• Guangdong LDAP/Web Cache• Guangdong CDH• Hainan Portal

• Resolve license issue at Fujian, Guangxi• Enhance high level coverage• Push RAC and other options• OSS Portal

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Channel Mapping

Operator

BSS(e.g. Billing,CRM, Call Center,

OrderManagement)

OSS (e.g.Resource

Management,Network

Management)

DataWarehousing

/BIMSS/Portal

Wireless Solution(e.g. WAP, ServicesDelivery Platform)

ERP/HR

China Mobile

Cong Xing, NewLand, Huawei,Skywin, South

Software

BOCOCongxing,

Skywin,Creawor

MDCL, Skywin Teamsun Unihub, PCCW

China UnicomHuawei,Longshin

e, LinkageBOCO

Neusoft,Linkage,

MDCL ZTE, Huawei BearingPoint

China TelecomPoson, Fujitsu

Software, SouthSoftware

Guoxin-Lucent,Datang, ZTE

Poson, FujitsuSoftware,

Tianyuan DikeShutong LingTu, Eshore Eshore

Partners by Solution Area in South (ranked in descending priority)

Red means only in South as major partner

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Business strategy in FY 06

High level coverage, important for CRM/CDH initiation DW target on DB, ETL and OWB Strong partners Apps team work with strong support from Account

Managers Team work with support

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• Huawei: IN, Tellin, Business Network, N-2000

• IN including fixed, wireless and broadband network

• Tellin including SMS, color ring, MMS, HLR, NGN

• Business network including billing, Call Center

• N-2000 means Operation Management Center

• ZTE: OSS, IN

• OSS including billing, network resource management,

• IN including fixed, wireless, broadband network, SMS, MMS, HLR, NGN

• Sometimes NEM ASFU conflicts with field

• communication

• BOSS taken out of Huawei ASFU, but need account team to support Huawei

ASFU Cooperation

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ZTE organization chart

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殷一民

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Overall Competition situation Zte self (Cost control):Free DB (My SQL), Free J2EE, Free RAC mode Microsoft (strategic partnership with zte) push for low level application on SQL IBM DB2+websphereLow price or free charge by binding with hardware, especially aimed t

o large project, linux support on turbolinux Sybase Ultra-low price (about 1/7 price of oracle), technical support commitm

ent to zte: arrive zte site within 4 hour, already finished DB testing in CDMA Product line

BEA:With increasing purchasing from zte, BEA begin to have contact point

with zte and are improving their technical support to zte

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Account strategy in FY 06

Offer more competitive price Key projects following (especially for new products), key project s

upport LINUX cooperation with ZTE technology center , offset the influen

ce of Turbolinux Arrange Market events (Sep. )and high level meetings Beginning New delivery process to solve shipping issues

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Basic technical support plan in FY 2006 DB:

1.RAC testing on Linux in GSM/CDMA/IN/3G2.continuous trouble shooting on RAC and RAC performan

ce tuning at PCS/CDMA/IN/OMC/MMS/SMS/Softech 3.Advanced DB support(such as advanced replication ,stre

ams, data monitoring)4.10g migration and testing in each product line in later of

this year(for Server and RAC)5.DW introduction,Dataguard solution offering and testing

in GSM/PCS product line1.6. 10g AS trouble shooting in zte soft-tech and chongqing7.IAS application in zte 3G platform (possibly)

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Advanced technical support action plan in FY06

• DB and IAS presales experts (architect from oracle): by learning zte’s application and what they want to solve, we experts offer suggestion for optimizing zte’s system design, influence zte’s solution architect applying more oracle’s products

• Post sales experts on performance tuning• Development cooperation with CDMA/IN/soft tech on IA

S • Long-term,continuous,stable support for dedicated pro

duct lines• execute monthly review meeting• Monthly training • SPS and APS plan (coping with zte support center) ATCA initiation and following

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Resource planning Oracle product architect: 1 shared with Huawei CDC: 3 Presale: 1 DB ( solve daily technical issue and be f

amiliar with zte application) IAS: 1 dedicated Post support engineer: 0.5 person half from Huaw

ei

Vision: One Oracle Support Center , zte-oracle support center

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Huawei Organization Chat

W ireless

Optical Network

Fix Network

R&D

Business&Software

EVP/FeiMin

HR

Internal IT

Purchase

EVP/HongTianFeng/LiangHua

Finance

EVP/JiPing

Marketing

EVP/XuZHiJun

China Sales

International Sales

Education

Support

EVP/HuHouKun

Cooperation&Invest

SVP/GuoPing

CEO/Renzhengfei

Chairman/Sunyafang

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Huawei R&D Organization

HLR

Core Network

W ireless Network Optical Network

Hardware

Software I

Software II

R&D

Fix IN

W ireless IN

Color Ring

Uni-IN

Voice PDT

Fix Data system

Mobile Data system

SMS

MMS

W ap Gateway

Data PDT

IN Product Marketing

OSS

BSS

Call Center

BN Product Product Sales

Business&Software Fix Network

CTO/FeiMin

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Key Projects Linux platform -Huawei has initiated the migration from Unix platform to Linux plat

form; -Some of the PDT will be ready for Linux platform within 3 months; -Oracle is second option of DB providers due to price issue. RAC promotion -Some PDTs(Call center, Color Ring) has been ready; -More PDTs have the interest for RAC. OMC migration from Sybase to Oracle -The migration of platform has been done; -The business module migration is been pending.

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Key Projects IAS for data PDT -Huawei has the own J2EE, Portal, LDAP product and initiate the develop

plan for CMSDK; -Huawei are analyzing the own develop plan and Oracle CMSDK to make t

he finial decision; - Huawei are selecting the MCS vendor for MMS, Wap gateway; -The integration between Oracle and Huawei’s own middle ware produc

t is the key obstacle;

LDAP for IN -The first order from Huawei IN product will be in June of 2005 after our c

ontinuous efforts for months; BOSS Cooperation as business development

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Key issues High price of Oracle DB to Huawei

-To Linux platform, the share of the cost for Oracle can reach 70-80%, IBM offer a very low price to Huawei, less than 30%;

-To OMC PDT, Oracle’s offer is 2-3 times higher than Sybase

-To all PDT, the cost of hardware is decreasing dramatically, and Oracle is taking up more portion

–Compare with other NEMs, Huawei price is higher.

Process stiff and long time to get approval–Delay in renewal of ASFU agreement. Agreement expired on Dec.31, 04. The negotiation started in Oct. 04. The renewal request was sent to AP/HQ in early Dec. 04, was not approved until early Feb.. Huawei signed new agreement on March 17.

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Key issues–New delivery process stopped delivery of media and PUN to Huawei after agreement signed–First delivery since Jan.1 was made to Huawei on March 28–Huawei accepted new delivery process on April 3–Huawei downgraded Oracle to lowest level vendor of D–Apr 14,05: Huawei started to switch to the new delivery model.

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Account Strategy Communicate at high level to build up the

strategy relationship with Huawei in an account team approach;

More competitive price to Huawei; Protect and increase installed base by

pushing RAC; Expand coverage to attack competitors’

install base;

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Action Plan Initiate ESL agreement with Huawei to cut down the price Enhance the communication with Huawei different dept , es

p the manager level people to Introduce the new delivery model and the ESL price model to improve the image to Oracle

Enhance the internal communication with BP, contract channel team to get the latest policy about business process

Support Huawei at Linux,3G Push RAC in Huawei Mobile data, Color Ring, HLR & BN prod

uct line

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Action Plan Work closely with AS product sales and CDC to

improve the efficiency to respond Huawei about the technical request of middle ware.

Train the engineer from VAD to be a specialist in 10g AS.

Build up the joint-lab with Huawei Enhance the monitor to Huawei &VAD sub license

report Building up Huawei Oracle support center

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• Roger Ou China Telecom• Tian Xiang China Unicom• Henry Guo China Mobile

(Fujian, Guangxi) • Joky Qu China Mobile

(GD, Hainan)• Zhang Hui Huawei• TBH Huawei, Media• Jessy Ji ZTE

Team

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Key Success Factors• Team buildup• LoBs collaboration• License Management• Support from Account Mangers’ effort in Apps opportu

nities